2 AgendaWhat does Office 365 means to partners?What is Microsoft Office 365Partner OpportunityStart TodayResources
3 Announcing Microsoft Office 365 BRINGING TOGETHER CLOUD VERSIONS OF OUR MOST TRUSTED COMMUNICATIONS AND COLLABORATION PRODUCTS WITH THE LATEST VERSION OF OUR DESKTOP SUITE FOR BUSINESSES OF ALL SIZES. Microsoft® Office 365 delivers the power of cloud productivity to businesses of all sizes, helping to save time, money and free up valued resources. Office 365 combines the familiar Office desktop suite with cloud-based versions of Microsoft’s next-generation communications and collaboration services: Exchange Online, SharePoint Online and Lync Online. Office 365 is simple to use and easy to administer – all backed by the robust security and guaranteed reliability you expect from a world-class service provider.Microsoft Office 365 Includes:Microsoft® Office Professional PlusThe world’s leading productivity tool now seamlessly connected and delivered with cloud services – for the best productivity experience across the PC, Phone and Browser.Exchange OnlineCloud-based , calendar and contacts with always-up-to-date protection from viruses and spam.SharePoint OnlineCloud-based service for creating sites to connect colleagues, partners and customers.Lync OnlineCloud-based instant messaging, presence, and online meeting experiences with PC-audio, video conferencing and screen sharing.Key Microsoft Office 365 Benefits:Anywhere-access to , documents, contacts, and calendars on nearly any deviceWork seamlessly with Microsoft Office and the other programs your users already count on everydayBusiness-class features including IT-level phone support, guaranteed 99.9% uptime, geo-redundancy, and disaster recoveryPay-as-you-go pricing options which give you predictability and flexibility for all or part of your organizationLatest version of Business Productivity Online Suite (BPOS), which has millions of business users todayMicrosoft® Office 365 for small businesses offers an easy-to-use set of web-enabled tools for small businesses, independent consultants and professionals looking for business-class productivity services. Working with the tools people know and use today, Office 365 provides anywhere access to , important documents, contacts, and calendars on nearly any device. It’s free for the first 30 days and then just $6 per user per month.Microsoft® Office 365 for enterprises brings together cloud versions of our trusted communications and collaboration software with our familiar Office Professional Plus desktop suite. It is designed to help meet your IT needs for robust security, 24/7 reliability, and user productivity.We have a variety of plans to meet the needs of businesses of all sizes and varying IT needs. Priced from $2 - $28 per month per user, each plan has the same 99.9% uptime guarantee and includes the security and support you expect from Microsoft. Office 365 offers great flexibility by allowing businesses to provide users access to only the services they need and pay-as-you-go pricing options.Microsoft® Office 365 for education provides your institution with the same great communication and collaboration experiences used in enterprises around the world while saving time and money. Microsoft Office 365 for education delivers all of this and more while training students on familiar software which employers depend upon.
4 Microsoft Office 365 Value DELIVERING THE POWER OF CLOUD PRODUCTIVITY TO BUSINESSES OF ALL SIZES, HELPING TO SAVE TIME, MONEY AND FREE UP VALUED RESOURCESBEST PRODUCTIVITY EXPERIENCEWork together, smarterACCESS ANYWHERE*Solve problems from more placesWORKS WITH WHAT YOU KNOWFamiliar toolsROBUST SECURITY AND RELIABILITY99.9% uptime. Guaranteed.IT CONTROL AND EFFICIENCYKeeps you in controlIncludes:* Access from mobile devices depends on carrier network quality and availability** “Connect Securely” is not a guarantee of 100% connection security.”
5 The Next Generation of BPOS Simplified web access with streamlined user interfaceNew role based user accessNew end-user access without a sign-on clientFederation with on-premises Active Directory enables single sign-onNew command line PowerShell access to manage Exchange Online servicesNew flexible billing optionsNew Office Professional Plus 2010 available as a subscription service, including Office Web AppsNew Lync Online combines instant communications and online meetings in a single serviceImproved SharePoint Online and Exchange Online with new 2010 versionsRicher browser experienceImproved managementand controlImproved managementand controlNew productivity features and capabilities*The release of Microsoft Office 365 bring a wide range of improvements and enhancements over the current BPOS serviceA streamlined user experience across the entire serviceNew flexible billing options enables monthly or annual billing options. For Monthly, you can add/remove users as needed and only pay for what you need.New role based access enables more control and management within an organization. End Users, IT managers, Service procurement, user administration, help desk, etc.With the role based access comes a much simpler web interface and a single access portal for all users, weather they are end users or IT managers. each role.Microsoft Office 365 also brings true single sign on experience across all services. No more need for a Sign-in client to access the service, just run the Services Connector once on each PC for single sign on configuration.For more experienced users and more advanced IT control needs, a new Remote Power Shell access is available to manage the Exchange service with the goal of expanding this in the future to other servicesNew Active Directory Federation enables IT managers to manage users from their existing local AD system.For the individual productivity services, there are several changes and improvements as well:Microsoft Office 365 includes the Office Professional Plus suite as a new component to the service. This is the most up to date version of Office applications delivered as a subscription service, on a per person basis. It also comes with the Office Web Apps for viewing and light editing of documents via the web browserThe new Lync Online service combines the previous Office Communications Online with the Live Meeting service for a single integrated service and application. Easily escalate 1:1 conversations into an online sharing session or schedule a multiparty online meeting with Outlook integrationSharePoint Online and Exchange Online have been greatly improved with expanded features and new user interface.* Not all features are available in all subscription plans
6 Productivity Feature Improvements Flexible service offering with pay-as-you-go, per-user licensingThe complete Office experience with services integration in Microsoft Office 365Simplified user set-up to preconfigure servicesAlways the latest version of the Office apps, including Office Web AppsFamiliar Office user experience to access servicesRich browser experience with new Outlook Web AppImproved inbox management with conversation viewIntegrated multi-mailbox search and retention policiesNew personal archiving and compliance capabilitiesGreater IT control with new GUI and Remote Power ShellNew personal My Sites to store important documents, and share expertiseGreatly improved Team and Project sitesNew Extranet Sites to share information securely with customers and partnersNew Intranet sites to publish news and information to all employeesCreate simple public-facing web sitesExpanded storage - 10GB/tenant MB/userCombines 1:1 text/voice/video chat with multiparty online meetings in a single application and serviceEscalate conversations into ad-hoc online meetings with audio, video, PPT upload, and desktop sharingSimplified access for external meeting participantsContact photos and activity feedsFederation with Windows Live MessengerStreamlined user experienceAll services have been improved across the board with new services, features, capabilities, and user experience. For specific detailed information about each major service, please see the specific service and technical information documentation and presentations.Office Professional Plus is the latest 2010 version of the applications and will always be up to date, along with Office Web Apps, companion applications to Office client apps.Exchange Online, SharePoint Online, and Lync Online are all based on the 2010 server technologies.Note: Not all features are available in all subscription plans
7 Office 365 for Small Businesses and Professionals Includes…1-25 users (max of 50 allowed)No IT neededEasy to try outSimple and easy to useWorks with Microsoft OfficeFinancially-backed 99.9% uptime guaranteeSelf-Help and Community SupportKEY CAPABILITIESExchange , Calendar, Contacts & Personal Archive25 GB MailboxActiveSync Mobile SupportSharePoint Team Sites 1Office Web AppsSimple Public Website 2Online Access databasesLync Rich ClientOnline meetings 3Desktop SharingMultiparty IM & PC-to-PC CallingSelf-Help and Community SupportOffice 365(Plan P1)$6/user/month1 One site collection, authenticated external user access enabled for up to 50 unique users/month. 2 Includes ready-to-use templates, option to add custom domain.3 Online meetings limited to 50 participants.
8 When Is Microsoft Office 365 for Small Businesses Not Enough? There are several scenarios where Microsoft Office 365 for enterprises better meets the needs of small organizationsNeed Active Directory SyncAbility to sync/manage user groups1Need Archivingarchiving for legal compliance2Office 365forEnterprisesNeed BESBlackberry Enterprise Server3Growing to >50 usersMore than 50 PC org today or tomorrow424x7 Phone supportHigher touch vs. community support5
9 Microsoft Office 365 for Enterprises User Segments: Right features for the right users Kiosk WorkerInformation WorkerLow cost offering to users that do not have messaging and collaboration capabilities todayRich feature offering that meets a users full messaging and collaboration needsUser Segment Offers: Plan K Family500 MB mailboxNo SharePoint storage allocationOutlook Web Access (full OWA, not Lite)POP SupportMessaging, calendar, contactsAnti-Virus / Anti-SpamSite search capabilitiesOffice Web AppsUser Segment Offers: Plan E Family25GB mailbox500MB SharePoint storageFull Client Connectivity (MAPI/IMAP)MobilityLync (real time communications)Advanced Exchange & SharePoint capabilitiesOffice Professional PlusOn-premises access rightsKeyDifferentiators
10 For Information Workers – Plan E Family ComponentsSuitesVoiceOffice 365 E4$27/moIncludes:Exchange Plan 2SharePoint Plan 2Lync Plan 2Office ProPlusOffice Web AppsLync Plus (Voice)Office Pro PlusOffice 365 E3$24/moIncludes:Exchange Plan 2SharePoint Plan 2Lync Plan 2Office ProPlusOffice Web AppsVoic & advanced archive capabilitiesForms, Access/Excel/Visio ServicesOffice Web AppsOffice 365 E2$16/moIncludes:Exchange Plan 1SharePoint Plan 1Lync Plan 2Office Web Apps, calendar, AV/AS, Personal ArchiveOffice 365 E1*$10/moIncludes:Exchange Plan 1SharePoint Plan 1Lync Plan 2Collaboration PortalConferencingIM & presenceAdd-Ons:SP Online Storage (1GB) – $2.50Extranet (PAL) – $2.00Blackberry Support (BES) – $10.00Add-Ons:SP Online Storage (1GB) – $2.50Extranet (PAL) – $2.00Blackberry Support (BES) – $10.00Offer Details:Plan 2 include Plan 1 featuresOffice Web Apps requires SharePoint OnlineVoice requires on-premises serversPrices shown at ERPOffer Details:Plan 2 include Plan 1 featuresOffice Web Apps requires SharePoint OnlineVoice requires on-premises serversPrices shown at ERP*Service Plan that maps to current BPOS*Service Plan that maps to current BPOS
11 For Kiosk Workers – Plan K Family Profile of a typical Kiosk Worker:Spends 5-10% or less of their time on a PCShares a terminal with other kiosk workersHasn’t had access to a corporate mailbox in the pastExamples: manufacturing line worker, retail clerk, mail couriersPlan K Suites built to address different Kiosk worker needs:Microsoft Office 365 K1: high volume offer for this segmentAddresses most kiosk worker scenarios, where customers want to provide light and access to a company portalProvides capability to view Office documentsMicrosoft Office 365 K2:Addresses kiosk workers that require information access & simple data inputIncludes Office Web Apps editing capabilities for an additional costComponentsSuitesOffice Web Apps$6.00Microsoft Office 365 K2$10/moIncludes:Exchange KioskSharePoint KioskOffice Web AppsSharePoint Online KioskNot offered standaloneMicrosoft Office 365 K1$4/moIncludes:Exchange KioskSharePoint KioskExchange Online Kiosk$2.00
12 Enterprise Agreement Evolution The updated EA provides new flexibility to transition users online in a single agreementUpdated Enterprise AgreementTransition to Online Services at your own paceNo service cost in the year a user transitionsMove users back and forth between on-premise and Online ServicesMatch and adjust service plans to meet user needsRespond to changes in your workforce sizeSingle Agreement for on Premise & Online ServicesClick here for detail Microsoft Office 365 Pricing & Licensing information
13 Transitioning From BPOS to Microsoft Office 365 Designed for simplicity, control, and trustWhat to ExpectMigrations to Microsoft Office 365 will begin shortly after Microsoft Office 365 is availableCustomer remains in control for migration planning and schedulingUninterrupted messaging flowData safeguards and protection24 x 7 IT level phone supportPlanningDesktop deployment – one-time setup required per PC (via Services Connector)Operating System requirements - Windows 7, Windows Vista SP2, Windows XP SP3, Mac OS X 10.4Productivity services requirements:Web Based Access – IE7 on Vista, IE8 on XP, Firefox 3.x, Safari 4.x on MacOffice Client Access – Office 2010, Office 2007 SP2, Office Mac 2008BPOS customers will all be moved to Microsoft Office 365 over time, starting shortly after Microsoft Office 365 is released.Transitioning to Microsoft Office 365 is designed to be as easy as possible, with the customer deciding when to move.With all the improvements and enhancements with Microsoft Office 365, there are new minimum requirements to prepare for. Most customers should not any trouble preparing in advance for these requirements and since Office 2010 is delivered as part of the service upgrading is simple.
14 Partner Opportunity Expanded Offering, New Opportunities New customersNew segmentsNew scenariosExpand ReachAdvisor feesManage servicesAnnuity revenuesGrow RevenueIncrease VelocityIncrease capacityExpand ScaleIncrease marginsExpanded Offering PortfolioNew Hybrid SolutionHigher Advisor FeeNew SharePoint capabilitiesOffice OpportunitiesComplete productivity salesMarketing opportunity with Microsoft OfficePartner Example:A Germany partner (meetyoo is the name not sure we can use the name) who focuses on Communication and web conferencing in the SMB Space. In the past they were very limited to their own hosting infrastructure. It was very difficult to expand their business. When Microsoft Online Service became available they decided to leverage MSFT infrastructure and focus their business on providing manage services. Their customers would purchase BPOS, Communicator, LiveMeeting License, the partner attach a monthly service to manage customer experience and account. The partner was able to sell over 40 deals in the last 10 months.A another partner in the UK was able to increase their margin by over 40%, because they are able to bring in business consulting their business services offering. In the past it was very IT focus in solving an IT need of a customer, now the partner is able to identified customer business needs and provide IT solution to resolve the need.Talk Track:Microsoft Online Services provides Partners the opportunity to build long-term trusted relationships with their customers and be their trusted advisors for Online services. Partners will be able to see benefits in three core areas: expanded reach, revenue growth, and increased velocity.We conducted a survey of more than 700 partners and talked to 40 VARs/SIs on a 1-1 basis. We also met with more than 250 partners of various types during our Partner Advisory CouncilsPartners think 70% of the opportunity is incrementalOne the most interesting findings is that partners are telling that an estimated 70 percent of Microsoft Online Services sales will be to new customers that Partners would not otherwise have had access to. And sales to existing customers are expected to increase annually as well.This means new upgrades such as older version of Exchange, or (like Eddie Bauer) competitive upgrades like Notes, that they would not have been able without an Online delivery.It also means new scenarios such as selling the deskless SKU in specific verticals like retail, manufacturing or public sectorExpansion to SMB - the ability to reach new customers who previously could not afford enterprise-class messaging and collaboration solutionsRecurring revenuesPartner-added Managed Services that are built around Microsoft Online Services are expected to yield up to 50 percent recurring revenues.Manage Service opportunity rises with Microsoft Online Services. Partner can become customer IT support for , desktop and SharePoint management. MOS enable end user support.Increase CapacityPartner believe Online will reduce sales cycles but also delivery cycles as well as save on the cost of managing customer environments by taking advantage of the infrastructure we provide and the Online Administration Console. For instance I talked ABC Systemes in France and they are eager to use BPOS to enhance their SMB offering – now they feel they can scale to multiple customers with their existing sales force and delivery team.14
15 Business Productivity Online Suite Partner Model 12% Net-add6% Residual18% year oneMicrosoftPartnerCustomerFeesSaleIllustrative ExamplesNumber of seats sold500Customer Cost Per Seat/month$10Total Cost per year$60,000Net-Add fees paid to 12%$7,200Annual recurring 6%$3,600Total Partner Fee Year 1$10,80015
16 What Does This Mean Lead with the Future Office 365 is ready for customer of all sizesOffice 365 brand drives market awareness and demandWhat does this mean to you as a partner?Lead with the Future“Now is time to get on the Online train”Office 365 is a major step forward in productivity online service delivery. Now is the time for partners to accelerate their investment in online services and drive customer engagement.Office 365 is ready for customers of all sizes“Office 365 is a viable option for all of my customers”The new features and functionality of Office 365 will be able to satisfy the needs of all customer sizes.Office 365 brand drives market awareness and demand“Market demand will decrease my sales cycle”Office 365 brand will bring the market awareness and demand that was missing with BPOS. Customers will be asking for Office 365.Expanded Offering New Opportunity“I can make more money with Office 365 than ever”Office 365 brings new offering with additional bundles and pricing offers that will help drive new revenue opportunity. With new capabilities around SharePoint and Lync, partners can build additional services revenue.Expanded offering new opportunity
17 Start TodaySignup to become a Microsoft Online Services Partner (Visit QuickStartOnlineServices.comLearn and train on Microsoft Office 365Stay connect through our NewsletterStart your customer on BPOS and educate with Microsoft Office 365Connect with Microsoft Account Manager